Do you want to know how to increase sales in your business? Well, one obvious way (but not the only way) is to increase the number of customers buying from you.
Customer acquisition is known as the "front end" of marketing because it is all about achieving that initial first time contact with a potential customer, and convincing them to buy your products or services. Obviously, the more customers you have, the more likely it is that you will increase sales.
While there are tons of different ways to win new customers and increase sales, I want to look at developing unique core differentiators for your products and services, tapping the power of the phone, implementing a sales system and using market research.
Unique Core Differentiators
A Unique Core Differentiator [or UCD] is the reason why customers buy from you - it is something that you have that is of real value to them, and motivates them to buy from you, rather than from your competitors. It is what makes your business stand out from the crowd. You can also have more than one UCD targeted towards different segments of your customer base.
There are three types of UCD's you can use to increase sales. An actual UCD is where there is genuinely something unique about your business. A perceived UCD is where your customers believe there is something unique about your business, even though your product or service offering is much the same as your competitors. A created UCD is where you actively develop a difference between you and your competitors. Regardless of what kind of UCD you decide to go with it is important to build one into your business as part of your strategy to increase sales.
The Power of the Phone
Believe it or not, tapping the power of the phone is a great way to increase your customer numbers and increase sales - in fact it is perhaps one of the most underutilized resources in business today. An effective phone technique is extremely important in keeping prospects interested. There is no sense in spending money on generating leads if you end up turning them off because of your poor phone technique. That is a waste of money.
Among the many things that your team can learn in customer service training there is probably nothing more important than phone skills. No matter if it is making sales calls, handling information inquiries or fielding complaints, a great deal of their interaction with your customers will happen over the phone. So, with the right training, your team will have the focus to handle a call properly and increase sales in the process.
Implementing an Effective Sales System
Implementing an effective sales system is another way that you can win new customers and increase sales. Not everyone is a natural-born salesperson, but that's OK because anyone can develop and use an effective sales system to overcome their fear of selling.
Instead of selling, look to build relationships. Relationship marketing is probably the most effective marketing strategy you can use to increase sales, both to new and existing customers. You can build these relationships in a variety of different ways, but no matter how you go about it, a systemized approach to selling based on an effective sales method is a must.
Market research to better understand your customers is critical. Your marketing messages need to be targeted to the wants, needs and aspirations of your market segment to improve your return on investment and increase sales. After all, it doesn't necessarily matter how good your product or service is, if people don't think that they have a need for it they won't buy it.
All in all, there are many strategies to increase sales, but growing your customer base and keeping the ones that you already have are the most important.